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Buyers Journey Stages: Marketing Examples for the B2B Buyer Journey

Videos Video: Content If you have messaging inconsistencies between your demand generation content and sales enablement assets, you could be experiencing a “conversion gap” that’s hurting your reps’ ability to convert leads into pipeline after they take the lead. Learn what it takes to develop a content strategy that converts by connecting the dots between your demand generation message and the story your reps deliver in…

Videos Video: What’s In a Great Renewal Message? Provocative messaging approaches can work wonders when you’re the outsider trying to defeat the status quo. But what about when you’re the insider trying to protect existing relationships and win renewal business? Does that same provocative approach still hold up? Click here to learn more about the Challenger sales model – and when it’s the wrong sales approach. Apparently not. New…

Videos Video: Transforming B2B Customer Conversations Every day across the world, companies are transforming their B2B customer conversations by developing breakthrough messages and content, and equipping their marketing and sales teams to present a unified voice at every step in the customer journey. The marketing and sales leaders in this video are responsible for leading the important work of helping their businesses differentiate and win. Hear how Corporate Visions customers are transforming their organizations by…

Buyers Journey Stages: Marketing Examples for the B2B Buyer Journey

Videos Video: What’s Behind the Training Shortfall at Four out of Five Companies? Four out of five companies are unable to their train reps on the skills they need, according to the results of a new market survey from Corporate Visions and Sales and Marketing Management Magazine. Watch this video to find out about a conflict of interest that could be driving the training shortfall, and discover what steps you can take to ensure your salespeople are getting…

Videos Video: Are Executive Buyers Swayed More By Emotions Than You Think? There’s an old theory that executive buyers are strictly rational decision-makers, relying on logic and “the math” to inform their buying decisions. It’s a nice enough theory, but it happens to be a wrong one. New research shows that executives—just like the rest of us—are heavily swayed by emotions, and they are even more likely to opt for a riskier…

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Videos Video: Insights That Drive Action Creating excitement is one thing, but driving action is another. To convince prospects to change, you have to do more than create risk with your insights. You need to show how you’re uniquely qualified to resolve that risk by presenting a safer and better alternative. New research from Corporate Visions reveals that a story based on risk and resolution can have a positive impact on…

Videos Video: Impact Buying Intent With This One Change What if you could make one simple change to your message that could increase your prospect’s willingness to buy? What if it could make them more willing to switch brands and pay more for your solution? And what if it also created the perception that what you’re selling is different and better? That simple change is real. And it’s something you can actually use to…

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Videos Video: Testing the Messaging Impact of Unconsidered Needs How powerful is a messaging approach based on “unconsidered needs,” versus the more traditional “voice of the customer” model? Corporate Visions partnered with a social psychologist to find out what kind of advantage companies stand to gain by identifying and introducing their prospects to unconsidered needs—the challenges, issues or missed opportunities they don’t yet know about. Watch this video to…

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Videos Video: Using Insights and Questions to Maximize Persuasion Where do diagnostic questions fit into an insights selling model? For maximum impact, should you ask them before delivering an insight, or after? Corporate Visions contracted with Dr. Zakary Tormala, a social psychologist with expertise in messaging and persuasion, on a research experiment that put those questions to the test. The study found that the traditional diagnose-then-prescribe approach most often…